Tony Zambito

Digital Commerce Is Disrupting B2B With No End In Sight

Digital commerce is growing at lightning speed.  Putting pressure on B2B Executives to transform their businesses.  Commerce models that have been relied on for the past twenty to thirty years will give way to a new robust era of digital comm...

Why The Buyer Transformation Is The Only One That Will Matter By 2020

A hot buzzword during the past couple of years has been digital transformation.  It has branched off a few more in the world of marketing and sales: Martech Transformation Sales Transformation CX Transformation Customer Engagement Transformation I...

The Buyer’s Journey Will Transform Into The Buyer’s Quest By 2020

Funnels, stages, paths, journeys, and more labels that suggest some form of a linear line of thinking has dominated marketing and sales for decades.  Whereby the notion of awareness, evaluation or consideration, and purchase decision is built-in t...

3 Deep Buyer Insights Must-Haves By The Year 2020

Being relevant today in a digital world filled with millions and billions of interactions per day is one of the greatest challenges facing organizations today.  Both B2B and B2C (and hybrid) are investing in attempts to capture these interactions....

6 Variables Making Buyer Insights Driven Sales Transformation Critical By 2020

For the past few decades, solution-based selling was the dominant theme in building sales organizations.  Solution-selling methodologies and training proved to be a big business.   B2B organizations reworked their sales organization and ...

How Insights Into The B2B Lifecycle Can Prevent A Blind Spot In 2020

The speed at which changes in buying behaviors and decision-making are occurring is a challenge faced by B2B organizations.  With data and technology as drivers, the time at which insights can serve as relevant is shrinking also.  This phenom...

Human-Centric Insights: A Matter Of Survival In 2020

As is most common in businesses today, there is enormous pressure to achieve short-term immediate results.  Today’s hyper-focused mode of operating on the short leash can make it difficult for business leaders to step back, gather critical custome...

5 Reasons To Prepare Now For The Year 2020 With Buyer Insights

The year 2020 beckons on the horizon.  A pivotal year for organizations as the rapid evolution of a customer-centric world calls for new approaches and new forms of interactions.  While one eye will be on succeeding in 2019, forward-thinking ...

Are Companies Ignoring Their Best Source For Buyer Insights?

Illustration by Aneeque Ahmed In the past few years, the data analytics revolution has continued unabated in the worlds of B2B and B2C.  The rise of data analytics is resulting in increased budgets and staff to account for the volume of data that can now...

Power Account-Based Marketing With Buyer Insights

Illustration by Gregor Cresnar Every couple of years, a new acronym or buzzword takes a foothold in the world of marketing.  ABM, the acronym for Account-Based Marketing, is the latest rage.  It is an example of how an old concept can be recycled and be...

3 Forces Shaping The Future Of B2B Marketing

Illustration by Gregor Cresnar Many executives, particularly Chief Marketing Officers, are in constant pursuit of understanding changing buyer behaviors and markets.  Which, for the most part, remains an elusive and challenging endeavor.  In the past ten plus years, we have seen a tumultuous upheaval in...

Reboot Buyer Insights To Drive B2B Growth

Illustration by Gregory Cresnar B2B companies are faced with the most transformative era in business history.  On a greater scale than that of the first Industrial Revolution over a century ago, we are witnessing a technological and digital revolution that will disrupt business-to-business profoundly in...

New Buyer Insights Needed To Unlock Growth In An Era Of B2B Digital Transformation

Illustration entitled Insight by Yu Luck The digitization of the global business economy has been taking place at an unprecedented rate.  Consider this.  Approximately forty years ago, 83% of the market value of the S&P 500 were tied to tangible assets – physical products.  Today,...

How The Content Illusion Is Leading Marketing Astray In The Era Of Digital Transformation

Illustration by Hea Poh Lin In the past five years, the often-unquestioned hymnal has been that to succeed in today’s digital world, businesses must produce content.  Produce high-quality content, yes.  But, produce massive amounts of it to get in front of customers. According to various…

New Approaches To Understand Customers Needed In A Digital Transformation World

Illustration by Nikita Kozin In numerous surveys of CEOs in the past few years, predictably, you will find growth strategies as one of the top priorities going into any new year.  Strikingly, in these same few years, you will also find developing customer understanding also...

Rethinking Buyer Personas In An Era Of Digital Transformation

by Louis Prado In the past five years, we have seen exponential disruption each year in multiple markets.  Digital technologies and resulting transformation turning markets literally inside out.  Fundamentally reshaping markets in five years’ time compared to the fifty to seventy years it may have...

Is Your Organization Ready For Market Strategy In A Digital Economy?

Community Preparedness by Iconathon The digitization of the global economy is resulting in a tidal wave of new business and operating models throughout the world.  Sparking rapid forms of innovations and turning existing markets upside down with new market rules and design.  Digital disruption means...

Rethinking Market Strategy In A Digital Economy

by Delwar Hossain The primary course of conversation in the past few years for CMO’s and their marketing teams has centered around customer centricity, customer experience, and content marketing.  For good reasons too.  Customer behaviors have significantly shifted in the last decade impacting conventional thinking...

Pursuit Of Goals Drive Buyer’s Journey

Customer Journey by Rafael Garcia Motta One of my favorite apps is the Starbuck’s app.  Being a coffee lover, the app is a major convenience for getting coffee at the nearest Starbuck’s location.  Admittedly, the app serves very well as a motivator to stop at...

Why Context Is More Important Than Content In Marketing

Workspace by Universal Icons The transformation to a digital economy has shifted behaviors considerably in the past decade.  Meaning marketers today must account for how to adapt to behavioral shifts caused by the omnipresence of digital and online information. As a for instance, people today…

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